Dream Merchant 2309 Torrance Blvd. #104, Torrance, CA 90501 (310) 328-1925 email: Jkm316@aol.com

7 HIGH-POWERED SELLING TACTICS TO INCREASE YOUR SALES

Copyright 2002 By Bob Leduc

Here are 7 high-powered selling tactics many businesses 
overlook or ignore. How many do you use?
   
   1. CREATE HIGHER PRICED OFFERS
   
   Increase your average size sale by combining 2 or more 
related products or services into a Special Combination 
Package. Price this combination package lower then the 
total cost of buying each item separately -- and promote it 
as a Special Offer.
   
   TIP: Don't complicate your package offer by including an 
option to buy any items separately. Limiting customers to a 
simple "yes" or "no" decision generates more sales than 
confusing them with a "yes", "no" or "which one" decision.
   
   2. TONE DOWN YOUR CLAIMS
   
   Avoid making any claim about your product or service that 
sounds exaggerated ...even if it is true. When your claim 
sounds too good to be true, your prospective customers will 
assume it's not true -- and they won't buy. Reduce any bold 
claims to a more believable level.
   
TIP: Express numerical claims as odd numbers with fractions 
or decimals. For example, "Our clients save 17.7 percent" 
sounds more believable than "Our clients save 20 percent" 
..even if 20 percent is the accurate number.
   
   3. TRIVIALIZE YOUR PRICE
   
   Demonstrate a low cost for your product or service by 
breaking down the price to its lowest time increment. For 
example, "$349 per year" frightens many customers away. But 
presenting it as "Enjoy all of this for less than 96 cents 
a day" attracts them to the low cost.
   
   4. REVEAL WHO YOU ARE
   
   Prospective customers are more likely to buy a product or 
service from a business when they can reach the person 
responsible for operating the business.
   
Make it easy for prospects and customers to reach you. 
Publicize your real name and personal contact information. 
Include your name, address and phone number on everything 
you use to promote business ...including your web pages and 
email messages. Few prospects will actually contact you. 
But more will buy because they know they CAN contact you if 
they have a problem.
   
   5. PROVIDE FAST ANSWERS
   
   Answer inquiries and questions from prospective customers 
quickly ...while their level of interest is high.
   
If you find yourself personally answering a lot of 
questions, post the answers to your most frequently asked 
questions on a Questions and Answers page at your web site.
   
A Q&A page enables your customers to get fast answers to 
their questions while reducing the number of questions you 
have to answer individually. But it deprives you of an 
opportunity to impress your prospects with the personal 
attention that usually leads to an immediate sale.
   
   6. WELCOME COMPLAINTS FROM UNHAPPY CUSTOMERS
   
   Don't avoid complaining customers. Give them priority 
attention. Unhappy customers or clients who complain help 
you grow your business.
   
Complaining customers are giving you an opportunity to 
resolve their problem and keep them as a customer. They're 
also alerting you to a problem you need to correct before 
it causes you to lose business from other prospects and 
customers.
   
   7. MAKE TESTING A HABIT
   
   Continually measure and compare the results of your 
advertising and promotional efforts. Continual testing 
enables you to make adjustments to improve your total 
performance. It pays off in higher profits and reduced 
financial risk.
   
Many successful businesses use an 80/20 formula for 
testing. They invest 80 percent of their advertising budget 
in proven promotions and 20 percent in testing new 
variations. This formula generates a constant stream of 
profitable business from proven promotions while it forces 
the business to continually test and find ways to produce 
better results.
   
These 7 simple selling tactics are easy to use and highly 
effective. They will quickly increase your sales volume and 
profit -- without increasing your expenses.
   
   
   Bob Leduc is a Sales Consultant with 30 years experience in 
generating low-cost leads. He recently wrote a manual for 
small business owners, "How to Build Your Small Business 
Fast With Simple Postcards", and several other publications 
to help small businesses grow and prosper. For more info: 
mailto:BobLeduc@aol.com/subject=Postcards 
Phone: 702-658-1707 After 10 AM Pacific Time/Las Vegas, NV